Deal Management Vs Sales Methodology

Who wins the battle?

So, you’re a decision-maker wondering where to put your resources first: implementing a fancy sales methodology or a deal management system that actually works? Let’s have some fun and see who wins the battle!

Sales Methodology

Think of sales methodology as the “how to” guide for your sales team. It’s like the recipe book for cooking up deals, with steps and best practices to follow. There are a bunch of methodologies to choose from, like the classic SPIN or the trendy MEDDPICC, each with its own pros and cons. Sales methodology gives your reps a roadmap to success, helping them identify opportunities, qualify leads, and close deals more effectively.

Deal management is all about managing individual sales opportunities. It’s like playing chess with your deals, tracking their progress through the sales pipeline and anticipating potential roadblocks. Efficient deal management allows sales reps to prioritize and focus on the most promising opportunities, while also keeping tabs on important dates and milestones. It’s like a well-oiled machine that keeps your deals moving forward and your revenue flowing in.

Deal Management

Now, here's the million-dollar question: which one should you prioritize first?

Sales Methodology or Deal Management:

If you’re thinking “duh, sales methodology, of course!”, hold on a second. Think about it: if you have a super fancy sales methodology but no efficient deal management system, what good is it? How will you keep track of all those leads and opportunities? How will you make sure you’re not missing any important deadlines?

On the other hand, if you have a killer deal management system but no sales methodology, are your reps just winging it? Are they missing out on potential opportunities because they don’t have a structured approach?

So, the answer is… drumroll please… deal management! That’s right, deal management is the foundation upon which a successful sales methodology can be built. You need to make sure your reps have the tools and processes to manage individual opportunities before you can expect them to follow a sales methodology.
Plus, an effective deal management system can actually help you improve your sales methodology. By tracking patterns and identifying common challenges, you can fine-tune your approach and make it even more effective.

In conclusion, sales methodology and deal management are both important in software sales, but deal management should be your top priority.

It’s like building a house: you need a solid foundation before you can add the fancy decorations. 

So, go ahead and implement that deal management system first, and then you can add all the bells and whistles of a killer sales methodology.